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Work experience

Aug 2008Present

EVP, Chief Revenue Officer


A $60mn US Data Center, Hosting and Managed Services Company with 1,000 business customers based in Englewood, CO

Transformed a small holding company with two operating data center assets into a unified, national , fast growth company with four markets and seven data centers (~475,000 sqft).Grew from 48 to 150 employees

·  Dramatically increased revenues nearly 200% over 2 plus years, delivering industry leading growth and EBITDA margins.

·Tripled sales bookings by unifying, upgrading and retooling legacy sales teams into an efficient, highly collaborative national sales force and overlay channel program across Enterprise, Service Provider and Government markets.

·Smartly built from scratch all sales, marketing, product and solution engineering functions growing team to 25 members.

·Directly recruited 60% of the senior management team across sales, marketing, operations and finance.

·Architected Go-To-Market plan, product strategy, sales methodology and playbook all fully integrated into SFA to measure, inspect and manage sales results.

·Revenue member on successful $110mn debt refinance where deal oversubscribed more than 2X

·Efficiently launched re-branding, logo, web, messaging and communications strategy for holding company and three separate operating company folding legacy brands into a single unified national brand.

Dec 2006Sep 2008

Vice President, Sales and Marketing, Enterprise Hosting

NTT America

NTT America, a $360mn division of the world’s largest telecom company with 2,000 business customers

Under-performing division across sales, revenue and margin. Revitalized single-digit growth business unit with 22% year-over-year top line revenue growth and higher margins by strengthening management team, customer relationships, re-structuring sales, adding services and tightening pricing policies.200 employees.

·  Reversed downward multi-year trend on Gartner Magic Quadrant with positive upward movement and recognition

·Optimized $12mn Opex budget and $9mn non-customer contract Capex budget through streamlining headcount and aligning expense with revenue.Headcount reduced 15% to 44 people.

·Exceed 2007-08 YTDinstall and revenue plans; first time in 3 years business unit met or exceeded plans

·Increased ARPU 150% year-over-year through focused customer targeting and sales execution

·Establish Microsoft Gold Partner Status for Advanced Infrastructure Solutions;negotiated comprehensive HP partnership for joint service collaboration in Enterprise ERP, US/Japanese MNC and Social Networking markets

·Win high-visibility, high-growth accounts including Twitter, Omniture, Trend Micro, InfoSys among others.

Feb 2002Oct 2006

Vice President, Strategic Alliances and Vice President, Alternate Channels


A $700mn Managed IT Services Company operating in US, Europe and Asia operating 25 data centers

Negotiate, lead and manage strategic partner relationships across U.S., EMEA and Asia Pac.Direct business development initiatives of IT Infrastructure Services Outsourcing into Global SI market.2,000 employees.

·  Negotiate UK and APAC Hosting Alliance framework with Global Network Service Provider valued at $45mn

Accelerate transition from direct-sales strategy to one supporting indirect distribution:launched Referral, Agent, Value-Added Reseller and Wholesale Channels.Architect, recruit, hire and execute a high-performance channel plan consisting 18 people within US and SA.

·Amplify growth of $2mn program generating commodity access revenues into $50mn+ business with stickier, higher margin managed services revenue (managed internet, IP-VPN, hosting, security, storage and CDN services).Managed $4mn Budget.

·Penetrate Financial Services vertical producing $10 mn sale to NASD (140) Member firms netting 40+ new logos and $30mn collateral revenue over next 12 months through innovative cross channel strategy

·Increase contribution margin 40% through significant market and product shifts, while lowering channel acquisition costs 25% year-over-year through balanced channel partner mix.


Vice President, Channels

A $50mn Carrier Neutral Data Center Provider

Rapid launch of indirect channel program including all people, processes, contracts, finance, pricing, packaging and promotion.Leveraged industry leading partners Sun, Cisco, EMC, Level3, InterNap, SAVVIS, Yipes, Telseon, Fusion Storm among others igniting immediate credibility across 20 US markets.200 employees.

·Delivered revenue $14mn in first year following launch

·Awarded Sun Microsystem’s first SunTone Certification for carrier-neutral collocation 


Vice President and General Manager, Telecom Services Division


PSINet acquired Transaction Network Services, Inc. and formed PSINet Transaction Solutions.  The Telecom Services Division ($40mn in revenue, 6mn in free cashflow) provided specialized data transport services to the emerging US carrier market.


Director, Strategic Partners

Iridium NA


Bachelor of Science

Northern Illinois University


Steve Merkel

“There are few people in this world that can see the potential in raw materials and paint a realistic view of what those materials could become. There are fewer still that can take that picture in their mind and successfully craft and execute a plan to ensure that idea becomes reality. Don is one of the few. In the early days at Latisys, shortly after the rollup of the initial properties when it was known as Managed Data Holdings, it was evident that we needed to unify the sales organization into one cohesive machine. This task was more than hiring a team of sales people and beating them to death with pipeline reviews every Monday. It required the creation of a brand, unifying the product portfolios of three formally independent companies, and creating a story that embodied the energy, passion and character of everyone involved in the business - from the customers to the employees. On top of all of that - we needed to create the instrumentation and support resources needed to run a world-class sales organization in the outsourced IT infrastructure space. Saying that this was a massive undertaking is making a massive understatement. Enter Don Goodwin. Over the span of about a year, the company completely transformed. We had an identity that embodied the best of what each company within the rollup brought to the table. We had instrumentation into the sales process that we never had before. We had a world-class sales process that fit the economic landscape and aligned with the business needs of our company. In no uncertain terms, what Don established gave us momentum, and gave us predictable results - all while a financial crisis was playing out within the economy. From a leadership perspective - I can personally attest to Don's style. He is a no-nonsense leader. He pushes people so they may reach their potential. But it is a testament to his leadership skills that that he is willing to take the time to push. He is also fair. He advocates for his people. He will engage in thoughtful debate - and will make the best decision for the business that falls out of that debate - whether it was his idea or not. In no uncertain terms, I would recommend Don. He is a leader with vision, and has the aptitude and discipline to successfully execute that vision.” July 11, 2011

1st Steve Merkel, Director, Solutions Engineering, Latisys


Notables Achievements

Proven growth executive, a “builder” with real-world sales and marketing experience growing Data Center, Hosting and Managed Service revenues and profitability.  Led teams to deliver significant results, sustained business growth and rapid industry recognition for products, services and sales;  directing up to $110mn top line and up to 60 associates for under-performing, startup, Fortune 50, public and private companies with sales from $20mn to $700mn.

A fearless team builder with unbridled enthusiasm, envisions and executes revenue plans fast, gets results now and fortify companies growth and strengthen the franchise for today's highly competitive marketplace.  Consistently recognized for driving top line growth, capturing the right revenue, igniting strong leadership across the enterprise, inspiring employee stardom and bring to life customer success stories.

Accomplished builder of sales and marketing engines delivering lasting results through leadership, aligning the right strategy, the right services and the right team marching forward with the right message.

Recent accomplishments focused in the Data Center/Collocation, Managed Hosting, Cloud/IT Infrastructure-as-a-Service and Managed Internetworking markets include: 

  • Accelerated revenue growth nearly 200% over a 2 plus year period for private equity owned IT Infrastructure Services Company. Catapulted small data center holding company into a fast growth, enterprise-class national service provider delivering mission-critical data center infrastructure, hosting and managed services to some of today’s largest high-tech, legal and financial services companies. (Latisys) 
  • Revitalized US enterprise hosting business unit of Fortune 50 telecommunications company with 22% YoY revenue growth in colocation, hosting and managed services; reversed downward multi-year trend on Gartner Magic Quadrant with positive upward movement and recognition.   (NTT America) 
  • Propelled $2 million program generating commodity access revenues into $48+ million channel with stickier, higher margin managed service revenues (including managed networking, hosting, storage and security services).Penetrate Financial Services vertical winning sale to NASD and 140 Member firms vs. incumbent exclusive contract; adding over 40 new logos and $14 million additional revenue over the following 12 months. (SAVVIS) 
  • Stimulated no-growth $40 million data transport business unit with 15% service revenue increase and 20% higher EBITDA contributed by strengthening customer relationships, tighter pricing policies and re-directing sales. (PSINet)

Board Involvement

Board Member, Monsignor Smyth Endowment Fund, Catholic Archdiocese of Washington